Cold Call For Sales Training?
Q: Cold Call for Sales Training! - Have you or your colleagues, ever noticed any of the following while on a sales call? Your excitement for your products and company leaves your prospects uninterested. They refuse to go along with your features / benefits / selling points. They wrestle with you on price. Difficult to get a decision usually ending up with, "I will think it over." Even when you think you have them sold and nothing happens. When you try to follow up prospects do not return phone calls and email. If the answer is yes, you are probably using a traditional "Consultative Selling System." It goes something like this: Qualify for need, money, decision-making and timeframe. Present benefits and features. Close, then overcoming stalls and objections. Traditional Consultative Selling was a great product, 20 years ago! (Like penicillin, not as effective as it once used to be due to over-prescription.) Problem is, buyers (just like you, when you are a prospect!) have developed a more powerful system than yours and they know how to deal with you. It is a four-step process. You use it all the time when you are a buyer, so why are you so surprised? Step 1. Buyer says, "Yes I am interested." Salesperson thinks, "Got one!" What the buyer means, "Just shopping for price." Step 2. Buyer says, "Tell me more." Salesperson thinks, "He is ready for me to sell." What the buyer means, "I want free information." Step 3. Buyer says, "Sounds good, I will think it over. "Salesperson thinks, "He will place the order soon." What the buyer means, "Don't call me." Step 4. Buyer does not get back as promised. Salesperson thinks, "He is busy or forgot, I will give him a call." What the buyer means, "NO, it is Over!" If the above sound all too familiar, you might be looking more like the old fashioned stereotypical salesperson, than you think! Could selling in 2002 to be different?
A: - If the answer is yes, you are probably a salesdroid, and people really, really hate you.
Most Popular Articles
- Architectural Engineering
- Hot Tubs